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Guest
Guest
I've polled 100's of agents over the last few months and asked this question:
If you let ten clients you spoke to go, meaning you let them think it over, speak to their spouse, etc (without validating it), how many do you get back and convert into sales?
The answer is always 0 to 20%. The highest I've heard is about 35% and that was only two people. So let's say 80%.
I then ask this:
Do you think the 80% aren't buying insurance any longer, or just not from you?
The answer is usually a resounding "they're still buying!" Many agents have even confirmed this by getting the potential client on the phone and being told that the client bought, from someone else, even the same policy!!! Not all of them are buying but you can be sure that many are and you're losing sales
Why aren't they buying from you? Is it their fault or yours?
Let's think about it. If I'm on the phone with an agent for 15 to 30 minutes and I hang up and my problem isn't resolved, why would I want to deal with you again? I'd want to get someone else to help me. Have you ever felt like you weren't being taken care of and said "is there someone else that I can talk to?"
In insurance there is someone else a client can talk to, many others, and with prices being the same, what sets one agent apart from another? Service and expertise.
Are you and expert providing great service? Or an amateur hoping someone buys from you? (I don't mean that as an insult)
You get paid commission to provide a service to others and to write policies, not to send information and hope for a lay down or rollover.
Stop losing sales, start asking questions as to why they are hesitant to sign on the line which is dotted.
Sell your butt off!! ; )~
Disclaimer: It's not always the agents fault, but the more you try to resolve their concerns, assist the client and assume fault, the better it is.
If you let ten clients you spoke to go, meaning you let them think it over, speak to their spouse, etc (without validating it), how many do you get back and convert into sales?
The answer is always 0 to 20%. The highest I've heard is about 35% and that was only two people. So let's say 80%.
I then ask this:
Do you think the 80% aren't buying insurance any longer, or just not from you?
The answer is usually a resounding "they're still buying!" Many agents have even confirmed this by getting the potential client on the phone and being told that the client bought, from someone else, even the same policy!!! Not all of them are buying but you can be sure that many are and you're losing sales
Why aren't they buying from you? Is it their fault or yours?
Let's think about it. If I'm on the phone with an agent for 15 to 30 minutes and I hang up and my problem isn't resolved, why would I want to deal with you again? I'd want to get someone else to help me. Have you ever felt like you weren't being taken care of and said "is there someone else that I can talk to?"
In insurance there is someone else a client can talk to, many others, and with prices being the same, what sets one agent apart from another? Service and expertise.
Are you and expert providing great service? Or an amateur hoping someone buys from you? (I don't mean that as an insult)
You get paid commission to provide a service to others and to write policies, not to send information and hope for a lay down or rollover.
Stop losing sales, start asking questions as to why they are hesitant to sign on the line which is dotted.
Sell your butt off!! ; )~
Disclaimer: It's not always the agents fault, but the more you try to resolve their concerns, assist the client and assume fault, the better it is.
